Purpose Considering recent changes in sales practices, such as the sales role becoming
more strategic, increased reliance on technology for sales activities, increased stress from …

Purpose The purpose of this article is to present a systematic review of scientific production
on career stages in the last decade (2011–2020). More specifically, it seeks to understand …

Purpose Although the role of the internal competitive work environment is important, it
remains understudied in a business-to-business (B2B) selling context. Grounded in job …

Purpose Although the role of self-leadership is important, it remains understudied in
business-to-business (B2B) selling context. This study aims to provide insights into the …

In this paper we use qualitative data to identify how pharmacy frontline sales employees try
to build rapport toward embarrassed clients using nonverbal interpersonal communication …

This paper summarizes the arguments and counterarguments within the scientific discussion
on emotional intelligence. Emotional intelligence is an essential trait for managers to …

Purpose The concept of emotional labor refers to the management of emotions in interaction
with customers. This study aims to suggest an integrative definition of emotional labor. It …

Salespeople suffer from work pressure in their workplace. Hence, an important issue in
sales management is how to increase salesperson confidence and motivate them to work …

Purpose Luxury companies have expanded globally, but little attention is given to the
difficulties associated with expansion to culturally different countries, especially when …

Purpose Grounded in regulatory mode theory (RMT), this study aims to investigate the
impact of managers' orientation for action (locomotion and assessment) in business-to …